Director of Sales-Natural Gas Industrial Markets

Position Summary

The Director of Sales is responsible for driving profitable revenue growth, expanding market share, and executing targeted go-to-market strategies within the natural gas, compression, and industrial sectors. This role combines strategic leadership with hands-on execution, translating market opportunities into tangible revenue outcomes.

This leader owns the full commercial lifecycle—from identifying growth opportunities and building pipeline to closing deals and expanding key accounts—while ensuring disciplined execution, strong margin performance, and measurable business results.

Responsibilities

Revenue Growth & Market Expansion

• Drive year-over-year revenue and margin growth across target markets

• Identify and penetrate high-value segments (compression, midstream, mining, industrial)

• Execute account and territory plans with defined revenue and pipeline targets

• Build and maintain a pipeline supporting 3–5x sales coverage

Strategic Sales Execution

• Translate business goals into actionable sales and pricing strategies

• Own the full sales cycle from prospecting through close

• Lead complex deals with a focus on value-based selling and margin optimization

• Maintain accurate forecasting and pipeline visibility through CRM and reporting

Channel & Key Account Leadership

• Manage and grow strategic accounts and distributor relationships

• Conduct regular business reviews to track performance and drive growth plans

• Expand channel coverage by identifying and onboarding new partners

• Drive accountability through clear KPIs (revenue, growth, pipeline)

Market Intelligence & Commercial Insight

• Analyze market trends, customer needs, and competitive dynamics to identify opportunities

• Provide data-driven input on pricing, positioning, and market strategy

• Develop strong understanding of customer applications to effectively position solutions

Cross-Functional Execution

• Partner with product, engineering, and operations to align solutions with customer needs

• Collaborate with marketing on messaging, campaigns, and lead generation

• Ensure smooth transition from sales to delivery to support customer success

Performance Management & Accountability

• Track and report on key metrics: revenue, margin, pipeline, and win rates

• Deliver consistent forecasts with clear visibility into risks and opportunities

• Manage budgets and refine sales processes to improve efficiency and profitability

Minimum Qualifications

• 10+ years of sales experience in industrial, oil & gas, or energy-related markets, with consistent quota attainment

• 5+ years of experience in natural gas compression, power generation, or rotating equipment (OE or aftermarket)

• Proven track record of closing complex, high-value deals ($500K–$5M+) and managing long sales cycles

• Demonstrated success managing both direct sales and channel/distributor networks

• Strong technical understanding of engines, compressors, turbochargers, and related systems

• Hands-on ability to manage pipeline, pricing, and deal execution while driving strategy

• Strong financial acumen, including pricing, margin management, and forecasting

• Proficiency with CRM systems (e.g., Salesforce) and sales reporting tools

• Established network within the natural gas, midstream, or industrial equipment sectors

• Experience scaling new markets or launching new product lines

• Background working in multi-channel (direct + distributor) sales environments